Category Archives: Performance

Don’t Know How to Run the Press

Cindy’s assignment was simple. As a successful supervisor in another division, she had been transferred to a line unit that was having trouble keeping up. After her first meeting, she wasn’t so sure she was up to the task.

From the back of the room, “So, tell us about your background. Have you ever run one of these presses before?”

She admitted that she had not. “So, how do you expect to be our supervisor when you don’t know the first thing about how we do the job?” She had never been challenged so directly. Worse, it was a perfectly valid question.

Now Cindy was in my office. “Here is the central issue,” I asked. “How can you bring value to their thinking and their work?”

“What do you mean?”

“You don’t know how to run the press, but does that really matter? How do you bring value to their thinking and their work? How do they know when they are doing a good job? How do they know when they are doing a poor job?”

“Funny, I know the ops manager was complaining that they did not meet the production quota last month. But those numbers were never broken down on a daily basis so the line never had a clue whether they were ahead or behind. The last two days of the month, somebody came out and yelled at them to pick up the pace, but it was too little, too late.”

“So, you can bring value to the work by giving the floor feedback on daily production runs, perhaps accelerating things a bit, but avoiding a hysterical crunch at the end of the month.”

One month later, Cindy’s crew was ahead by 150 units, yet had worked no overtime, even taken the press down for a half day of preventive maintenance. Every morning, Cindy had a two minute huddle meeting and posted the day’s production goal. At ten and two she posted updates with a final count at 3:30 when the line shut down. Though she had never touched the press, she was bringing value to the thinking and work of her production crew. The skills to be a successful supervisor are quite different than the technical skills of the crew. -TF

Three Things to Start Doing

Yesterday, we started to look at the conversation between the Manager and the Team Member related to 360 Tool. The conversation is centered around these two questions:

  • What is the feedback?
  • Based on the feedback, how can we improve performance?

Shannon continues with the second question, how can we improve performance?

“This is a question for the Team Member. As the Manager, you probably already know how improvement can be made, but the point of the conversation is for the Team Member to arrive at those same conclusions. I typically ask for three things the Team Member will start doing and three things the Team Member will stop doing? Then I shut-up. My only contributions are to make sure these three things relate to the patterns in the feedback and that they are specific. The more specific, the easier it will be to hold the Team Member accountable.”

So, that’s Shannon’s story. I am curious about other’s experiences with the 360 review process. -TF

PS. On Monday, I asked you to post your comments about a Moral Dilemma. I offered a copy of the book Fierce Conversations to the person with the best insight. Congratulations to Jennifer. The strength of her comment was the insight about the long term nature of the relationship. Lying might capture one order. Telling the truth might lose one order, but capture a lifetime customer.

What is the Feedback?

Response to yesterday’s Moral Dilemma has convinced me of one thing. The readers of this blog are incredibly smart. The New Guy needed more than advice, he needed support to do what he knows is right. Your immediate feedback was insightful. He is most appreciative. I will let you know tomorrow who gets the book.

New subject: A while back, we spent some time with Shannon who described a 360 degree performance system. We got this question related our web based tool.

Question: I am intrigued by your 360 Tool as a different way of handling performance appraisals. I am a little vague on how the interview goes between the manager and the team member?

Shannon’s Response: “The purpose of any performance appraisal system is to provide constructive feedback for improvement. That’s it. That leads to two questions:

  • What is the feedback?
  • Based on the feedback, how can we improve performance?

The 360 Tool provides the feedback, but the critical piece is still the conversation between the Manager and the Team Member. The conversation is centered around the two questions.

“What is the Feedback? I usually give a copy of the 360 Tool Report to the Team Member about 15-20 minutes prior to the conversation. Together we review each question, looking for patterns of responses. If one person says the Team Member is a jerk, perhaps it is just an isolated remark. If two people say the Team Member is a jerk, then we have something to talk about. If three people say the Team Member is a jerk, then perhaps we have a deep rooted area that will require significant focus. So, the first part of the conversation is to identify patterns in the responses.”

Tomorrow, we will continue with the second question, “How can we improve performance?” -TF

Measure the Second Day

“So, what do you think?” asked Lenny. “How are we doing?”

“How do you measure how you are doing?” I replied.

“That’s the thing. We aren’t sure what to measure against. We got some studies of companies that are sort of like us, but the benchmarks they use seem so different. They just don’t make sense.”

“Two things,” I said. “Pick what you think is important and start measuring now.”

“What do we measure against? How do we know if we are doing okay or not?”

“Measure against yourself. So many companies chase each other’s tail around and end up back where they started. Figure out what is important to your customer and measure that. That’s all your customer cares about. What else matters?

“You, getting better, is all that matters. Measure the second day against the first day. Measure the third day against the second day. Pretty soon, you will see a trend. Before you know it, you will have one year’s worth of data. Start measuring now.” -TF

Training Magic

Irene was so proud. She pulled me toward her office, anxious to show me the new training manual she was using out in the service bay.

Busting tires, rather, mounting tires on heavy equipment is hot, sweaty, dirty, thankless work. Done wrong, a number of things can happen and all of them are bad. Irene worked in the training department, hardly a hands-on position, yet, she was expected to create an effective training program.

Her solution. Buy six disposable cameras and have the crew shoot their own pictures of how things should be done and how they should not be done. In all, they shot close to 150 pictures and selected 80 for their training “manual.” The crew gathered around a large table and put the photos in sequence, scrawled captions on 3×5 cards and mounted everything on stiff paper. Irene had the whole collection bound into a 3-ring binder and painted the crew’s name across the cover.

I borrowed the book, with Irene’s permission, and headed for the service bay. As soon as I came through the door, a team member spotted the “manual” under my arm. I motioned an invitation and four of the crew came over. For the next ten minutes, they explained how they had put the book together, which parts were the best and which pictures they had taken.

When was the last time your team got that excited over a training manual? Total cost $160. -TF

Why Should I Have All the Fun

Morgan was early. I had invited another friend of mine to join us. “Shannon, the reason I invited you to lunch was to talk about performance reviews. Morgan, here, doesn’t know whether to scream or eat a banana. You have had success with your process. I wonder if might give us some insight.”

Shannon revved up. “Some success” was a bit of an understatement. First she just smiled, because she knew exactly what Morgan had been struggling with. Then she got serious.

“Look, I am not going to tell you to chuck your old system, but once you’ve tasted the Kool-Aid, you might never go back.” Morgan was listening. “We use a 360 process. I got tired of being the bad guy. So I just stopped. I enlisted the help of all the people surrounding the person. If a person’s performance stunk, everybody knew it anyway, let them tell him. Why should I have all the fun?”

Morgan was skeptical. “Yeah, but how do get people to tell the truth?”

“Well, it takes some time, doesn’t happen all at once. First, we do it writing and it’s anonymous. We talk about confidentiality and we structure it so it contains both positive and negative feedback. We let the person pick four people, then I pick four people. The group includes peers, subordinates and bosses, it is really 360 degrees.” Shannon continued to explain all the logistics, the questions and how it was put together. At the end, Morgan was willing to try.

Based on our conversations with Morgan and Shannon, we have developed a web based application that helps the manager run this system. It is called 360Tool and is currently in beta testing. If you have an interest, you can follow this link to our beta test site. www.360tool.com . The help file has a decent explanation on Shannon’s process. If you would like to be notified when the application is available, there is place where you can sign up. -TF

Multi-Source Feedback

Morgan looked relaxed today. He started the conversation, “So, if the feedback in my current performance reviews isn’t meaningful to the team member, what should I change?”

“Morgan, as a manager speaking with a team member, have you ever delivered negative feedback?”

“Sure, except I don’t think anyone ever listens.”

“Exactly! So how do you get meaningful feedback communicated? Morgan, do you have any teenagers living in your house?”

“I know what you are driving at,” he replied. “My fifteen year-old never listens.”

“Oh, your fifteen year-old listens. She just doesn’t listen to you. Who do you think she listens to?”

It didn’t take long for Morgan to figure this one out. “She listens to her friends and one or two of her teachers, but definitely not her parents.”

“So, Morgan, if you could structure a formal feedback system to a person, who might you want to include?”

“Well, the people around the person, but how would you do that?”

“Tell you what, meet me for lunch tomorrow at this restaurant. I have a friend I want you to meet.” -TF

Temporary Paralysis

Morgan was perplexed, “Okay, so if I set the form aside. And if I buy into the conversation-is-the-relationship. Where do I start?”

“Morgan, let’s go back to purpose. What is the purpose of the performance review in the first place?” I asked.

Morgan held his head in both hands, thinking. So many misconceptions abound on the purpose of a performance review that he was temporarily paralyzed. Finally, he spoke. “The performance review should provide feedback to the team member on their performance.” He stopped, still confused. “But isn’t that what we have been doing all along?”

“Let me change a couple of words in your definition,” I replied. “The performance review should provide meaningful feedback to the team member for the purpose of improving their performance. The feedback has to be meaningful and for the purpose of changing their current behavior to more effective behavior.”

Most current performance appraisal systems provide feedback that is not meaningful and do very little to change behavior. I promised Morgan more tomorrow. -TF

It’s Not How the Game Is Played

Morgan was hanging with me. He had never considered the conversation-as-relationship in the dynamics between the team member and the manager. We had been working on his performance review process.

“Morgan, it’s not the form from the office supply store. It is the conversation. In fact, think about the form. The form actually works against the conversation. It summarizes the complexities of human behavior into numbers.”

Morgan mounted a defense. “That’s why we have the person rate themselves first and then the manager. That way, if they disagree, the two have something to talk about.”

“Morgan, it is a game of tit for tat. A game. What happens when the manager wins the game?”

“Well, the lower the score, the easier it is to justify a lower adjustment to compensation.”

“And if the team member wins the game?”

Morgan stoppped. At first he wasn’t sure. Finally, he replied, “The team member never wins the game. It’s not how it’s played.”

So, in the long run, what impact does this process have on performance. Is there a better conversation that should be happening between the team member and the manager? -TF

The Conversation is the Relationship

Morgan was finally thinking about purpose. What was the purpose of the performance review in the first place? What was the performance review supposed to accomplish?

“Morgan, what is the most critical factor for both team member performance and team member retention?”

At this point, Morgan was gunshy, he hesitated to respond.

“Let me ask this differently,” I continued. “What is the most critical relationship for both team member performance and team member retention?”

Morgan’s face relaxed. “That’s easy. It’s the relationship between the team member and the manager.”

“Good, now let’s build on that. How important is the conversation between the team member and the manager?”

“Pretty important, I guess,” said Morgan, going tentative on me again.

“Here is why it’s important. The relationship between the team member and the manager is the critical factor for both performance and retention. And the conversation is the relationship.”

What kinds of conversations are happening between your team members and your managers? -TF

Conversation is the relationship described in The Heart Aroused by David Whyte.